prospecting for the new guys!

Originally Posted by civey What are some good ways to get some face time with a client or just find the client that needs your service?

For face time contact the prospects who most likely will want your service, tell them what you're offering in no unclear terms, and then ask them if they want to get together.

To find the prospects who need your service you can call from a targeted list or find a way to get your message in front of them.

Piece of cake right?

Does anyone have a good idea on a call script that would work in the service industry. My problem is getting in front of them.
If I can just bid on one project I will win it hands down.
And then after we install and complete the project we will keep them as a client based on the quality of work.
I truly feel this way I just have to get in front of them.
I have read things talking about networking with other business owners and things like that I have to find that avenue to.
I also would like to get in with some Electrical contractors and commercial builders this way they can call on me for bids as well.
Any info would be great....
Thanks

Originally Posted by civey Does anyone have a good idea on a call script that would work in the service industry.

Check out High Probability Prospecting. Jacques is a member here. His program could be exactly what you're looking for

Originally Posted by civey If I can just bid on one project I will win it hands down.

How would a prospect know that your bid should be the winner?

Thanks for the reply.
I know that my prices are great.
I just want the opportunity to bid on the jobs to win the work.

Originally Posted by civey I know that my prices are great.

If the prospect perceived your prices and service as being relatively equal to the competition what would compel the prospect to choose your offer over the others?

Originally Posted by civey Thanks for the reply. I know that my prices are great. I just want the opportunity to bid on the jobs to win the work.

Is price the determining factor usually?

Civey,

As a Network Engineer in my past life I understand what you are trying to sell. I also know the company that we went with the most was the company we liked (on a personal level) the most. I remember Dave from Richarson Communications. He started out by coming by once a week to just say hi and see how things where going. He asked if we need any patch cables or cubes setup. He started with the small stuff. Then before long we where paying his company to wire an entire building and a lot of the other odds and ends things that needed to be done. I know we where paying them over a million dollars a project back in 2000.
1. So first create a system to identify your clients.
2. Then find someway to develop rapport with them. (a free lunch, or maybe some free marketing stuff with your name on it like a wireless mouse or retractable phone cord. (Dave knew I liked Raiders football and took me to a game.)
3. Then ask for some small work. (law of reciprocity)
4. Make sure to send out your best techs and make sure they also have some sales skills, especially followup. I loved how we would get an email saying what was completed that day it also included the measurements to show he actually test his work. Sometimes your biggest sales point is your employees especially in a service based business.

Hope that helps, good luck

Originally Posted by civey Hello all, I have read and read and I still don't have a good idea how to sale. Everyone tells me that I have the perfect personality and I can talk to anyone. My problem is I don't know if I should just walk into the clients office unannounced or should I try and "cold call" and see if that gets me anywhere. I own a service company. This is my biggest obstacle because I don't know how to sale a service and not an item that they can see and put in their hand. I think I could be a good salesman but I just need some direction. How do I get the prospects to sale to? Any help would be great.

Great day civey,


A unique marketing tool that might be known but not used often enough is the video tape/disk. You may want to put something together that communicates you, the company, the service provided and testimonials. You can than drop it off to a potential client and offer to pick it up at a convenient time. Of course, that would be a great opportunity to review the tape and answer any and all questions. Just one marketing thought…